Here’s a favorite post of mine from our old Yahoo group …
Philosophies collide!
I was presenting a workshop in Darwin (Australia) recently when the manager of a (government-funded) organization objected that our methods focus only on the financial bottom line — and that they are not conducive with the concept of triple-bottom-line management.
Now, I must have […]

In a previous post, I poked fun at the practice of sales forecasting in major-account sales environments — referring to it as hocus-pocus with a dollar sign.
The essence of my argument was that, in environments where transactions are small in frequency, but large in magnitude ($’s), the traditional approach to forecasting destroys information — rather […]

Imagine you were to awaken one morning suffering from a strange disorder: one that rendered your eyesight unreliable.
When you open your eyes, your bedroom appears roughly as it did the night before. Your bed is below the open window, and your dresser is still adjacent to the door.
However, a second look reveals that the curtains […]

and how to fast-track the growth of your business in the process.

Over lunch, a CEO recently admitted to me that his financial controller was using his organisation’s profits to build quite a substantial commercial property portfolio.

When I asked if this was best use of his organisation’s free cashflow, he smiled, “How did I know you’d […]

Tell me, how’s your conversion rate?
Specifically, is your organisation converting the optimal percentage of sales opportunities into sales?
My bet is that you’ll find this question hard to answer … for two possible reasons:

You don’t know what your optimal conversion rate is.
You can’t bring yourself to be happy with a conversion rate any less than 100% […]